Elements Of A Strategic Communications Plan Template Page 18

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The final step before preparing your proposals is finding the correct contact. You may have
this information if you’ve used an up-to-date directory or have a personal contact, but if
you’re not sure, make a phone call. Ask to whom you would send a partnership proposal; be
sure to get the person’s name, title, full address, and phone number. And finally, don’t
overlook the importance of using the Internet to research target organizations.
Make Your Proposal Strategic
Companies have a giving strategy, so your proposal should be strategic too. A fundraiser for
a major national nonprofit once said, “There is no corporate philanthropy—they all give for a
reason.” Most organizations give strategically, meaning they give in an area(s) where they
have an interest, want to influence someone or something, or stand to gain something—
employees, customers, and the community influence those decisions as well. We all know
that there can be tough competition for nonprofit support, and that decisions are sometimes
made on small details. Look at your partnership circle and carefully look for connections. Has
a city councilperson recently dealt with an environmental issue? Look for logical allies and
mutual goals and put that information in your proposal.
Make the proposal “mutually beneficial.” Just as you have asked for something, be prepared
to offer something in return. Try to at least reward the organization with positive community
exposure and recognition for its efforts.
Use your best judgment on the proposal. If you know someone, a letter may suffice. If you’re
sending a proposal to a large company, you may want to send a letter, an information kit,
and a recent newspaper article on what your organization is doing in the community. Always
demonstrate the importance of the issue, the importance of the program in the community,
specifically how the organization can help strengthen your efforts and how the organization
will benefit from its participation.
Face-to-Face Follow-up
About a week after sending your proposal, call the contact to verify that he/she received the
information. At this point, introduce yourself (if you don’t know the contact already) and offer
to answer questions or send more information. Ask when would be a good time to call back
to schedule an appointment; mark the date and call promptly at that time.
The best way to “sell” the proposal is face-to-face where you can talk about the campaign, its
goals, and its accomplishments. It’s important to be realistic. Smaller businesses may not
have extra funds to support community programs, but may be able to provide in-kind
support. They may be willing to include information on ORVs in their mailings to the
community, fliers to circulate to their employees, in their stores, etc. If you’ve done your
homework, you will be able to request help that the company will gladly agree to provide.
Make Your Community Partners Part of Your Team
Don’t ask for something and then never contact the organization again! Keep a database of
all donors (even listing those who said they might give in the future) and recognize them
periodically with a personal note or newsletter. Keep them informed on what’s happening
with ORVs and other environmental issues in the community and continually offer
opportunities for participation, including volunteering. Also, offer a chance for feedback so
you can establish a two-way dialogue with your partners. A town meeting, an online seminar,
or a presentation, are all ways to share information with your partners. Make them team
members and they will continue to support you for years to come!

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